For marketing communications, whether by email, letter, twitter, newsletter or blog, the tone should be one that rewards people for knowing you rather than a tone of building your brand name. When your tone is rewarding you enhance the perception of your character. It’s usually easier for prospects to distinguish between good and bad character [...]
Yesterday at lunch, one of those family events that brings people together from both sides of the family and from across the continent, I met Joe from Portland. He’s semi-retired but still dabbles in his life work as a Psychiatrist for the criminally insane. Since I’m only marginally insane we start talking about the relative [...]
When I’m working as a sales coach I will often help clients understand the difference between Problems and Implications. Implications are the answer to the question, “Why is that a problem”. People pay to remedy implications not problems. Yesterday I was in a workshop on Negotiating. The leader taught us about the difference between Positions [...]
